Lead Score for Deals

SOLVE
ABolin
Member

Our sales leadership would like to implement a scoring model at the Deal level.  The score would essentially indicate the health of a deal and help the deal owner prioritize actions that need to be taken. 

 

The criteria leadership has come up with include assigning points to meetings, calls, and non-marketing emails logged at the Deal level in addition to factoring in inactivity. I've included an example below. 

 

Have you set up this type of scoring before? Or is there another solution we can propose? 

Meeting 
Days InactivePoints
0-14 12
14-288
28-424
42+0
1 Accepted solution

Accepted Solutions
karstenkoehler
Solution
Most Valuable Member | Partner

Hi @ABolin,

 

Is the goal of this to easily see on a deal record how "healthy" that deal is?

 

A custom score property would be one solution, definitely. I'd recommend to define positive attributes as well (e.g. for making it to a certain deal stage) and to use inactivity for negative attributes. The deal property you would use to build this is probably Last activity date – alternatively Last contacted or Last modified date (definitions here).

 

As an alternative, you could also create a simpler health index, with a custom radio select property that has options like "Red" (more than two weeks of inactivity), "Yellow" (more than one week of inactivity), "Green" (less than one week of inactivity). These values could be assigned a deal-based workflow. They also make for very easy and intuitive filtering in deal views. In my opinion, "Yellow" would be easier to read than a score of 16, calculated from +20 for reaching the deal stage "Appointment scheduled" and -4 for being inactive for more than 15 days. (That's, I think, the biggest issue with score properties: Once they're calculated, they're a black box and it's not intuitively clear anymore, why that score is what it is.)

 

(If you're mainly looking into this for reporting, I'd work with the Last activity date and not use a score property as a proxy.)

 

It sounds like you already know how to set this up. If not, this knowledge base article is a great resource.

 

Best regards!

Karsten Köhler
Freelance Digital Marketing Advisor

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2 Replies 2
karstenkoehler
Solution
Most Valuable Member | Partner

Hi @ABolin,

 

Is the goal of this to easily see on a deal record how "healthy" that deal is?

 

A custom score property would be one solution, definitely. I'd recommend to define positive attributes as well (e.g. for making it to a certain deal stage) and to use inactivity for negative attributes. The deal property you would use to build this is probably Last activity date – alternatively Last contacted or Last modified date (definitions here).

 

As an alternative, you could also create a simpler health index, with a custom radio select property that has options like "Red" (more than two weeks of inactivity), "Yellow" (more than one week of inactivity), "Green" (less than one week of inactivity). These values could be assigned a deal-based workflow. They also make for very easy and intuitive filtering in deal views. In my opinion, "Yellow" would be easier to read than a score of 16, calculated from +20 for reaching the deal stage "Appointment scheduled" and -4 for being inactive for more than 15 days. (That's, I think, the biggest issue with score properties: Once they're calculated, they're a black box and it's not intuitively clear anymore, why that score is what it is.)

 

(If you're mainly looking into this for reporting, I'd work with the Last activity date and not use a score property as a proxy.)

 

It sounds like you already know how to set this up. If not, this knowledge base article is a great resource.

 

Best regards!

Karsten Köhler
Freelance Digital Marketing Advisor

Beratungstermin mit Karsten vereinbaren


Hat mein Beitrag deine Frage beantwortet? Bitte hilf der Community und markiere ihn als Lösung.

View solution in original post

ABolin
Member

Thank you so much for your thorough response, @karstenkoehler! I also appreciate that you provided an alternative solution, which we are now pursuing. 

 

Best,

Ali